Lumen SaaS: lead qualification, automated
Lumen is a mid-market SaaS company with healthy top-of-funnel traffic and a small, sharp sales team. The problem wasn't getting leads — it was getting to the right ones before they went cold.
The bottleneck
Every inbound lead landed in one undifferentiated queue. Reps spent their mornings manually reading form fills, guessing fit, and chasing prospects who were never going to buy — while genuinely hot leads waited hours for a reply.
"We were paying for great leads and then losing them to a 24-hour response time."
What we built
We replaced the manual triage with an AI qualification layer that works the moment a lead arrives:
- AI scoring: each lead is enriched and scored on real fit signals — company size, role, intent language in the form — not just a checkbox.
- Instant routing: high-fit leads are routed to the right rep within minutes, with a briefed summary attached.
- Automated nurture: lower-fit leads enter a tailored sequence instead of being dropped or spammed.
- Closed-loop feedback: outcomes flow back to sharpen the scoring over time.
The biggest lever wasn't a smarter model — it was time. Cutting response from a day to four minutes is what tripled qualified conversations.
The results
With the same traffic and the same team, Lumen tripled its sales-qualified leads. Reps stopped triaging and started selling, because the system handed them only the conversations worth having — fast. Lead response time dropped from hours to minutes, and the leads everyone used to ignore now convert through nurture.
Where they're headed next
We're now automating their onboarding handoff, so a won deal flows straight into a guided activation sequence — closing the loop from first touch to first value.
